NEGOTIATING TIP #3
Know Your Opponents Objectives
The most valuable thing you can do is to know what the other person wants, and what is driving them! Often, their desires will cross-over with yours; you can give them what they want (and they feel like they’ve won) at little cost to yourself.
If you find yourself negotiating in a hostile situation, pay attention to their pain points. Don’t be afraid to press on them, so long as it’s moral and ethical to do so.